Is Your Sales Training a Project or a Process?

“If you can’t describe what you are doing as a process, you don’t know what you are doing.” So said management theorist W. Edwards Deming, the world’s leading expert on quality improvement. All work involves a process. That includes sales...

Replay the Call…And Strike Gold

Thanks to some ideas he picked up in a recent Action Selling workshop, Ken Prenger returned to his job and rescued a $250,000 deal he had given up for dead. But that’s just for starters. He says that the lessons he learned from his successful salvage effort will...

A Secret Sauce for Sales Success

I know a corporate training manager who calls Action Selling the “secret sauce for sales success”. David Winkler, training manager for Fortune 100 Company CHS Inc. of Inver Grove Heights, Minn., reasons like this: Just as a secret sauce in cooking brings...

Handling the Mystery Objection: Now What?

Whoa! You’ve done everything right, you’re cruising toward a major sale, you think it’s in the bag, when suddenly, for no reason that seems to make much sense, the customer balks and the deal goes up in smoke. What just happened? Most salespeople can...

Mistake? What Mistake?

The Action Selling system lays down some rules that are unfamiliar and even counterintuitive to many veteran salespeople. These rules happen to be true, which means that if you break them, you will suffer. The good news is that once you know the rule, you are finally...